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Articles

  • When Selling to the Government, Know Your Audience!
    I have to write about this subject because I was in a sales pitch presentation today and I walked away from the presentation angry and frustrated...
  • Patience, Persistence, Perseverance Are the Keys to Winning Government Business
    When I took a class from Richard White on "Doing Business with Homeland Security," in early 2002, I was absolutely shocked to hear, "It will take well over 12 months to get business from the government...
  • Selling IT: Marketing IT to the Government
    In this article, we define marketing as activities to make the public, official buyers and end-users aware of your company and your products or services...
  • Making the Sales Call to Federal Government Agency
    Companies new to the market ask us, "How do I find potential buyers to call on." Finding potential buyers can be difficult and will be the subject of the next several installments in this series...
  • Anticipating the Federal Buying Cycles
    Good salespeople study the federal buying cycles and can, based on past experience, predict those periods during the year when their sales will be strong...
  • GSA eOffer
    The General Services Administration ("GSA") recently launched eOffer, an online tool developed for use in the GSA schedules programs...
  • Selling to Government Cardholders
    A number of important changes came out of the federal Procurement Reform Era of the mid 1990s. Perhaps the most significant of these was the emergence of widespread government credit card purchasing...
  • Federal Buyers Squirreling Away Dollars
    Are Federal Buyers Squirreling Away Budget Dollars for the August/September Spending Spree? No one knows really but probably yes. Why: Human nature: No one wants to turn back budget dollars because they won't get them back...